Latest Articles
Latest Articles
The Executive Sale
When you're selling to higher level executives at large companies (the publicly traded, or the very large private firms), keep in mind that their priorities are much different than your own. For example: They work hard to not draw attention to themselves. They try to...
The 15 Minute Marketing Plan
I've been codifying my 15-Minute Marketing Plan for my next book, and I wanted to share some of the major elements with you. To grow revenue, we must market. To market, we must take action. New marketing action, I've learned over the years, is most effectively...
The Huffington Post Reviews My Book, Evangelist Marketing
Here's a new review on the Huffington Post, of my book, Evangelist Marketing. Thanks to Dorie Clark for writing.
Friday Marketing Motivation: Did You Know?
Today, I'd like you to pick up the phone and call a customer. It should be somebody you are doing business with already, somebody who has purchased something from you. Before you call, identify something else that you provide -- product or service -- that this...
Intertia in Marketing
There is physics in marketing. In fact, inertia, plays a huge role your marketing. Here's how this plays out: When you are not marketing, it is very difficult to begin. Who do you communicate with? What do you say? What product or service do you focus on? Conversely,...
Poverty and Abundance in Marketing
Compare these two mindsets: I know I need to call this prospect, but I don't want to bother him. I wouldn't want to be imposed on, so I'd rather not impose on him. What if he's busy? Do I leave a message if I get voicemail? He's probably not going to say "yes" anyway....
Doing The Work of Marketing
Over the last couple of weeks, I've heard from a few people some version of the following: "I just don't know if I'll have the time to do the work." The work in this case, is marketing. The people are not clients, but they're well aware of my approach of breaking up...
The Best And The Rest
People often ask me what separates the best marketers from everyone else. Here's my answer: A confident mindset: The best marketers believe they are among the best in the world at what they do, and they market like it. They're not timid. They're not fearful. They...
The Best And The Rest
People often ask me what separates the best marketers from everyone else. Here's my answer: A confident mindset: The best marketers believe they are among the best in the world at what they do, and they market like it. They're not timid. They're not fearful. They...
Believe In Your Value
Your customers speak more positively about your company, products, services and value than you do. If you ask the what they like best about working with you -- and why -- they'll use language, emotion and boldness that is far beyond how you describe your own work. Why...